Hiring SDRs, Practically
If you want reliable pipeline, hire for learning speed and coachability first.
Write a scorecard that prioritizes problem solving, written communication, and resilience over perfect resumes.
Use consistent loops: scenario email, structured interview, and a short role play. Score independently, calibrate together.
Onboarding isn’t a playlist; it’s a funnel. Each week should remove a blocker to productive activity with real accounts.
Managers win when they coach the behaviors that drive outcomes, not just the outcomes themselves.